Rotman School of Management
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Full disclaimer.Who should attend
Experienced managers, executives and mid-level professionals
About the course
Influence success. Create value.
Sharpen your ability to maximize value.
You negotiate all the time—whether it’s with clients or partners, vendors or colleagues, leadership or new hires. Successful negotiations require personal-awareness, preparation and practice.
Rotman’s Negotiations program gives you proven strategies to navigate complex situations so you can create value and enhance key relationships.
In just three days, you’ll be guided from simple, everyday situations to complex scenarios through interactive simulations, extensive feedback and insights from real-world examples.
Practical, applied learning.
Whether you’re a seasoned negotiator looking for a formal refresher or an experienced leader looking to broaden your skillset, you’ll leave the program with enhanced skills to create and optimize value. Accelerate the development of your negotiation skills by:
- Practicing and evaluating different negotiation strategies
- Analyzing real cases for insights
- Using quantitative and qualitative feedback to sharpen your negotiating style, ethics, and strategies at the bargaining table
- Gain deeper insight through our Negotiator Self-Assessment.
Daily results
Not only will you be able to take stock of your progress each day, you'll also receive a deeper understanding of your preconceptions, knowledge, skills and abilities in negotiating. By the end of the program you will be able to evaluate the success of a negotiation, optimize value, lead negotiating teams effectively, communicate and persuade, and influence success to create value for your organization.
Schedule
Day 1: Measure Success
- Introduction to Negotiations
- Distributive Bargaining
- Integrative Bargaining
Day 2: Increase Flexibility
- Listening
- Complex Negotiations
- Self-Assessment
Day 3: Manage People
- Insights Exchange
- Negotiating Ethics
- Dispute Resolution
Experts
Glen Whyte
Marcel Desautels Chair in Integrative Thinking Professor of Organizational Behaviour & HR Management Degrees:PhD, Yale University MPhil, Yale University MA, Yale University JD/MBA, Osgoode/University of Toronto Glen Whyte is a Professor of Organizational Behaviour and Human Resource Manageme...
Geoffrey Leonardelli
Geoffrey Leonardelli is an Associate Professor of Organizational Behavior and Human Resource Management at Rotman (with a cross-appointment to the Department of Psychology). His research targets how people can harness knowledge about themselves to enhance their leadership, team dynamics and negot...
Chen Bo Zhong
Chen-Bo Zhong is a Professor of Organizational Behavior and Human Resource Management at Rotman School of Management. His research focuses on ethics, moral psychology, decision making and unconscious processes. He has published in journals such as, the Science, Psychological Science, Administrati...
Guy Itzchakov
Dr. Guy Itzchakov is an Assistant Professor at Ono Academic College, Israel. Guy received his Ph.D. from the Hebrew University of Jerusalem in 2017. His focal line of research draws on Carl Rogers’s theory and focuses on how attentive and non-judgmental listening facilitates a change in the speak...
Phani Radhakrishnan
Professor Phani Radhakrishnan is Associate Professor of Organizational Behavior and Human Resources at the University of Toronto. She conducts research on the role of culture and race in organizations. She obtained her PhD in Industrial/Organizational Psychology from the University of Illinois, U...
Videos and materials
Negotiations at Rotman School of Management
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